Growth Dynamics Get Down

Hey everybody. This is Sarah Waple, partner at Growth Dynamics, and I am here with a Fast Tip Friday.

Symptoms:
Mary was on one of her first sales calls as a new rep and the prospect, with his first question, invited her straight onto the Buyers Bus: "Tell me about your company and what you do".

Symptoms: 

Leslie finally got the referral she had wanted: a high-profile client that could be a cornerstone to her entire next year of business...

Alright everybody—Charlie Hauck here for another Fast Tip Friday.

Hey everybody. Charlie Hauck back here again with another Fast Tip Friday for you.

Hey everybody. Charlie Hauk, president, lead trainer, founder of Growth Dynamics. It's another one of those Fast Tip Fridays for you. You know, one of the things I've really enjoyed about being in this business for as long as I have 36 to be 37 years in October, the ideas and the concepts that we share with our clients, they're not scripted. They're not memorize these things.

Symptoms:

Diane returned from the product demo certain that the features and benefits she shared with her prospect had wowed them. The buyer nodded when Diane asked if the product fit into the product categories they offered to their customer base, and everyone else that sat in on the meeting told her how much they liked what she had presented. She felt as good about this call as she had in a long time, but now six weeks later there was still no purchase order and the prospect had gone radio silent. How did their excitement turn into Diane's frustration?

Hey, I want to talk a little bit tactical here today. I've been sharing some stuff on sort of process and personal management, but I want to dip back into the into the tactics pool here for you today, one of the things that we see happening far too often with our clients in the business development realm is that they are not willing to plant their feet on getting something if they give something.

All right, everybody. Charlie Hauck. Good morning, good afternoon. Whenever you're listening to it, it's fine by me, it's Fast Tip Friday time again.